Category Archives: what is solution selling

B2B Cross-selling is a seldom discussed topic of selling. This is because traditional B2B selling has a variety strategies and tactics business professionals can rely on, whereas selling 3rd-party services to another business has very few that work consistently. Some traditional sales met

Since the Frank Watts developed the sales process “solution selling” in 1975 the world changed tremendously especially with the introduction of the internet, advanced multichannel sales strategies and improved telecommunicat

Empathy is often under appreciated by b2b sales teams trying to connect with their B2B customer’s needs. Yet the ability to understand and relate to your customer’s core concerns is probably the most important element in the new solution selling driving cutting edge business-to-business selling stra

In B2B sales, delivering information that enables decision makers is key to successful solution selling. Your information should be presented with their specific buying profile and problems in mind. The solution selling involves pre-sale customer research to understand the custo

Solution selling has served business-to-business marketers well since Frank Watts first developed the basics of the methodology in the 1970s and started teaching it. Over the years since, the core principal has remained the same: focus on the potential customer’s pains

Every sales organization is tuned to meet quota in order to provide revenue growth for the organization. In situations where the goals are not met the selling methodology question arises.
Is our selling methodology right for our customer base?
Would we exceed quota using anoth